Home Builders Unearth More Sales Using CRM Software

With all the recent news coverage of the subprime mortgage crisis and the Wall Street bailout package, home builders haven’t received the kind of attention they’re used to from the press. They’re not getting as much attention from speculators or from home buyers, either.

That’s a big problem.

With consumer banks tightening up on mortgages and commercial lenders reluctant to approve any new loans, home builders have to rely on tried-and-true sales tactics to keep construction crews busy. The past few months have seen an uptick in the number of CRM applications specifically designed for the home construction industry. By coaching home builders to convert more of their prospects into purchasers during this slow period, sales coaches and CRM application developers hope to help their customers weather the financial storm.

Until recently, many sales agents at home builders simply relied on “for sale” signs and newspaper announcements to attract new customers. In today’s tougher marketplace, agents have to work harder to capture sales. CRM software helps agents:

• provide personalized responses to queries
• track follow-up calls
• pass customer details to lending partners
• offer customized production schedules for buyers
• prompt consistent feedback and follow-up

Home builders that want to learn how CRM applications can improve conversion rates can download a free white paper from Pivotal:

Home Builder Survival Kit

The free report offers ten steps that home builders can take right now to implement CRM systems that boost sales. Even with the recent passage of the government’s financial rescue plan, it could take months or even years for home builders to return to the kind of steady business they enjoyed in the first half of the decade. When that happens, tight CRM systems will help smart home builders close even more sales.